How Employment-Based Buying Signals Help Sales Reps Close More Deals

Before you worked in sales, what did you think it involved? 

Talking on the phone all day? Writing up proposals left, right, and center? Taking clients out for lunch? (lol, we wish). 

Turns out it’s pretty different, right? Sure, you do get to talk on the phone and write up proposals – but you also probably spend a lot of your time searching for people to sell to, and trying to figure out exactly who is ready to buy. These tasks can be time-consuming and, without the right processes, feel a bit like you’re playing an endless guessing game – which is not very fun and also not very productive. 

That’s exactly where employment-based buying signals come in. These insights – gathered from job changes, hiring trends, and leadership shifts – indicate potential sales opportunities. Use employment-based buying signals properly, and you’ll have timing, budget shifts, and evolving business needs at the tips of your fingers. 

Sounds good? We thought so – here’s what we’re going to cover today: 

• Why Sales Reps Should Pay Attention to Employment-Based Buying Signals
• Employment-Based Buying Signals Sales Reps Should Track: Job Change Alert
• Employment-Based Buying Signals Sales Reps Should Track: New Job Posting Alert
• Employment-Based Buying Signals Sales Reps Should Track: Leadership Change Alert
• How to Use These Buying Signals to Close More Deals

Ready to stop playing guessing games? Yeah you are – let’s get started.

Why Sales Reps Should Pay Attention to Employment-Based Buying Signals

Why exactly are employment-based buying signals so helpful? 

Well, companies undergoing hiring challenges often have new priorities, budgets, and problems. And, as we’re sure you know, new priorities, budgets, and problems are ripe for sales pros like us. 

Job movements can also signal a decision-maker change. Let’s say you want to sell to a CMO at a dream client. You know they’d be perfect for your product or service – but the CMO really, really loves your competitor. 

If this CMO leaves, you’ve got a perfect opportunity to jump in and make friends with their replacement. Doing so may lead to a big sale around renewal time. See what we mean? 

Hiring trends can also indicate company expansion, new initiatives, or budget allocations – which, in turn, can lead to new business needs. These insights can help you build more targeted prospecting lists and reach business who may benefit from your product or service.

Employment-Based Buying Signals Sales Reps Should Track

Ok, so we know now why you should care about employment-based buying signals. Next up, what do these look like? 

1. Job Change Alert

What it means: a prospect moves to a new role or company.

Why it matters: Job changes can be a big opportunity for you – whether you’re opening a door to a new opportunity at a company you’ve been pitching for ages, or reviving an old relationship at a new business. Here’s what we mean: 

• A past customer in a new role may need similar solutions: If they loved your product before, they might want to bring it into their new company.
• New decision-makers may be open to new vendor relationships: a recent hire often reviews existing tools and processes, making it the perfect time to introduce your solution.
• Internal promotions can create opportunities to expand business: if a contact moves up the ranks they may now have the authority (and budget) to approve bigger deals, making it a prime upsell opportunity.

Let’s take an example: a sales rep notices that their previous champion just became Head of IT at a fast-growing startup. That’s a golden opportunity to reach out, congratulate them, and see if they need a familiar, trusted solution in their new role.

2. New Job Posting Alert

What it means: a company posts new job openings, which signals expansion or investment in specific areas or teams.

Why it matters:
Think of hiring activity as a window into a company’s priorities and potential buying needs. Here’s what we mean: 

• A company hiring in, say, sales, marketing, or IT may be investing in tools or services to support those functions: if they’re building out a team, they’ll likely need the right software and services to help them scale.
• Job descriptions often reveal pain points and priorities: looking at the skills and responsibilities listed can give sales reps insight into a company’s challenges – before they even have a conversation with a point of contact. 

Let’s take an example: a company is hiring multiple data analysts, which signals a major investment in data infrastructure. A sales rep selling analytics software can use this as a conversation starter when reaching out to highlight how their solution can support the growing team. Bonus: it shows you’ve really done your research, too. 

3. Employee Growth Tracker

What it means: a company significantly increases (or, sadly, decreases) its workforce.

Why it matters:
Changes in team size often reflect shifts in budget, priorities, and business needs. And, you guessed it, all of these insights can help you tailor your outreach, so much so that prospects will feel like you’re reading their minds (in a good way):

• Rapid growth may indicate new budgets, expansion, or scaling efforts: a company that’s hiring aggressively is (hopefully) investing in tools and services to support its growing team.
• Downsizing can signal cost-cutting priorities: if a company is, on the other hand, reducing headcount, they may be looking for ways to streamline processes, reduce costs, or consolidate vendors.

Let’s take an example: a company expands its engineering team by 30% in six months. A sales rep selling development tools can mention this when they’re highlighting how their solution can help onboard new engineers and improve efficiency.

4. Leadership Change Alert

What it means: a company gets a new executive or department head – we’re talking C-suite, Director, or Head Of roles. 

Why it matters:
New leadership comes with new strategies, changing budgets, and a willingness to explore new solutions. In some cases, they’ll even be looking for quick wins to prove their impact from the get-go: 

• New leadership often brings in new strategies, vendors, and budgets: executives are typically hired to drive change, making this moment a prime time to introduce your product or service.
• Recently hired decision-makers may be open to reassessing existing solutions: a new leader might want to replace underperforming tools or bring in platforms they’ve used successfully in the past. Good news if you’re trying to persuade a business to shift, or want to generate new leads and get a new business on board, right? 

Let’s take an example: a new CMO joins a company with a track record of adopting the best of the best marketing tools. A sales rep reaches out with a strategic introduction, positioning their marketing solution as a valuable addition to the new strategy. Clever, right? 

How to Use These Buying Signals to Close More Deals

We now know why employment-based buying signals are important and what they look like – what’s the secret sauce when it comes to successfully using them each time? 

First things first, be timely. You want to engage with prospects straight after a key job move or hiring event – otherwise, a competitor might get there first. 

Make sure to personalize your outreach. Show off about doing your homework – most prospects will appreciate the time and effort you’ve put in, and understand exactly why you’re the partner for the job. 

The more you personalize, the easier you’ll find it to build relationships with new decision-makers at a business. Leadership changes are a great opportunity to introduce yourself and offer value only – don’t waste them. 

Let’s Wrap It Up!

Our jobs might not be exactly what we imagined back in the day, but that doesn’t mean they’re a disappointment. 

Use employment-based buying signals, and you’re actually being as helpful as you possibly can be to potential prospects; you’re showing you understand their needs and challenges, and know exactly why your product can help. That’s really impressive – and you haven’t even got them on the phone yet 😉

FAQs About Employment-Based Buying Signals 

What Are Employment-Based Buying Signals?

Employment-based buying signals are key job-related changes – like new hires, leadership shifts, and company expansions – that indicate potential sales opportunities. These signals help sales reps understand when a prospect might be ready to buy. For example, a company hiring for a specific role may be investing in tools to support that team, or a newly promoted decision-maker might be looking to reassess existing vendors. By tracking these signals, sales reps can reach out at the right time, send an ultra-personalized message, and increase their chances of closing a deal.

Why Should Sales Reps Pay Attention to Employment-Based Buying Signals?

Because timing is everything! Employment-based buying signals give sales reps an insider view into a company’s needs, budget shifts, and decision-maker changes. If a past customer moves to a new company, they might bring your solution with them. If a business is hiring aggressively, they’re likely investing in new tools. And when leadership changes, existing vendor relationships may be up for review. Instead of guessing when to reach out, sales reps can use these signals to strike when the iron is hot, so to speak. 

How Can Sales Reps Use Job Change Alerts to Close More Deals?

Job change alerts flag when a prospect moves to a new role or company – which is valuable intel for sales reps. If a past customer moves to a new position, they may want to implement familiar tools in their new workplace. A new decision-maker might be open to exploring different vendors, especially if they weren’t tied to previous contracts. Sales reps can use these alerts to reconnect, congratulate prospects, and position their solution as the perfect fit for their new responsibilities. 

What Do Job Postings Reveal About a Company’s Buying Intent?

Job postings can tell you a lot about a company’s priorities and upcoming investments. If a business is hiring in marketing, IT, or sales, they’re likely ramping up operations – and that often means investing in supporting tools or services. Job descriptions can also highlight pain points, giving sales reps insight into challenges their product can solve. For example, a company hiring multiple data analysts might need better analytics software. By tracking job postings, sales reps can get ahead of competitors and craft outreach that speaks directly to a prospect’s evolving needs.

How Can Sales Reps Use Leadership Changes to Win More Deals?

New executives often mean new strategies, budgets, and vendor decisions – which means that leadership changes are a prime buying signal. A newly appointed CMO, for example, may be looking to replace outdated marketing tools and prove impact early. Sales reps can take advantage of these transitions by reaching out with a personalized introduction and offering a solution that aligns with the leader’s past preferences or strategic goals.